In this episode, Rachel Monroy shares a story about a lead that they've followed up with for more than eight years that finally closed at the end of the year. The seller realized she needed to close quickly and reached out to Rachel and Gabe at the end of the year. They were able to complete the transaction quickly because of their relationship with their cash buyers. This story shares the importance of close relationships with your cash buyers (and knowing their buy box) as well as the value of follow-up.